Greetings Floor Dealers!

Having someone that’s “almost persuaded” to buy can be worse than having someone say no.  Your job as a sales professional is to get to a “yes” or “no” answer as quickly as possible.  When you allow someone to give you something other than a definitive yes-or-no answer (i.e. “I’m not sure” or “Let me think about it” or “maybe”) you are setting yourself up for massive amounts of wasted time and energy.

Here are some responses when someone gives you something other than “yes” or “no”:

“Let me think about it”  (Responses to this particular objection are taken from Dan Kennedy’s book, No B.S. Sales Success In The New Economy available at Amazon.com.)

  • Let’s think about it together, out loud.  After all, two heads are better than one.
  • What, specifically, do you need time to think about?
  • When someone has to think over a decision like this, it usually means he or she doesn’t yet have enough information with which to make a decision.  Let’s review what we do know to see what may be missing.

“I don’t think I’m interested right now” or “I’m not sure right now.”  Or “I need to think about it”

  • What is the number one thing that’s causing you to hesitate?   (The “Coach” thunk this one up and has used it successfully fer years!)

I like this response because it compels the person to give you their biggest objection right away.  Once you have their objection, you can overcome it.

In the next post we’ll discuss why objections are your friend.

 

To Tons Of Customers!
Jim Augustus Armstrong is The “Coach”

Jim Augustus Armstrong is the President of Flooring Success Systems, a program that equips dealers to double their profits, cut their work hours in half and beat the boxes! Many dealers have totally transformed their businesses and their lives for the better after joining Flooring Success Systems.
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